Enterprise Account Executive - job 1 of 2

The Enterprise Account Executive at OpenGov is responsible for leading all sales efforts within their designated territory for the defined OpenGov Product Suite. This includes territory planning, prospect identification, lead generation, managing the sales cycle, and overseeing sales calls, proposals, and contract negotiations. The role demands collaboration with the Enterprise Team Leader to close complex, multi-suite opportunities and develop relationships with senior government officials, ensuring customer satisfaction and ultimately enhancing the community's well-being.

To qualify for the Enterprise Account Executive position at OpenGov, candidates need a Bachelor's degree or equivalent experience, coupled with at least 5 years of quota-carrying sales experience, specifically in software solutions. Familiarity with the state and local government vertical can be a bonus, but strong sales acumen, a proven ability to close complex deals, and a hunter mentality are essential. A flair for developing relationships and a curious mindset are important assets for success in this role.

Generating new leads as an Enterprise Account Executive at OpenGov involves a mix of strategic networking, prospecting initiatives, and leveraging the company's marketing efforts. Cold calling, attending trade shows, and engaging with community events are practical approaches to identify potential customers. Additionally, working closely with OpenGov's marketing team to execute demand-generation campaigns can provide a significant boost to your lead generation strategies, effectively broadening your outreach.

OpenGov is honored to be a 2023 Top Workplaces USA award winner and a Forbes America's Best Startup Employer, making it a unique and inspiring place to work. With a mission-driven focus on enhancing the effectiveness of government services, employees are encouraged to make a real social impact. The competitive salary, rich benefits package, and a culture fostering collaboration, professional growth, and creativity contribute to an exceptional workplace atmosphere for the Enterprise Account Executive role.

Enterprise Account Executive positions at OpenGov offer a competitive compensation range of $170,000 to $200,000 per year. This total compensation includes a base salary plus variable compensation, which is performance-based. Factors such as experience, expertise, and geographical location will ultimately determine the final salary package, ensuring that it aligns with your skills and contributions.

In your response, highlight specific sales strategies that have yielded success in your previous roles. Discuss how a combination of relationship-building, consultative selling, and utilizing CRM tools, especially in the public sector, has helped you meet and exceed sales goals. Provide examples of challenging sales situations where those strategies led to positive outcomes.

Make sure to share detailed examples of how you've successfully identified and qualified leads. Discuss your approach to networking, cold calling, and utilizing digital channels. Highlight any specific tools or methodologies you adopted, integrating how they contributed to securing meetings or closing sales with targeting government clients.

Prepare to discuss your method for addressing objections smoothly during conversations. Use a structured approach, such as active listening to understand the root concern, addressing it factually, and positioning how OpenGov’s offerings produce great outcomes. Mention specific instances where you converted a skeptical prospect into a client through effective objection handling.

In your answer, emphasize the importance of teamwork and communication in achieving sales objectives, particularly in a complex enterprise environment. Share examples of how working closely with marketing, product development, and your sales team led to overcoming challenges and securing significant deals.

Convey your commitment to staying informed by discussing the resources you rely on, such as newsletters, webinars, conference participation, and relevant industry publications. Mention specific areas of interest that pertain to the product suite you will be selling and how this knowledge benefits your sales strategy.

Provide specific anecdotes illustrating your involvement in contract negotiations, highlighting your ability to create win-win scenarios and maintain strong relationships during the process. Discuss techniques you use to ensure both parties understand the terms effectively while achieving sales goals.

Show your understanding of the OpenGov Product Suite’s features and how they directly address pain points for your target clientele in government. Link specific features to real-life benefits you’ve encountered while analyzing how these tools can transform public administration.

Discuss your systematic approach to territory planning, emphasizing the significance of analyzing market potential, competitor activity, and existing accounts. Share techniques you use to identify high-potential areas and allocate your resources effectively for optimal reach and efficiency.

Share a detailed account of a specific sales presentation that led to a successful closing. Focus on the approach you took to tailor your message for the audience, the engagement tactics you employed, and how you addressed concerns during the demo to secure a deal.

Demonstrate your organizational skills by explaining how you evaluate and prioritize leads based on factors such as potential revenue, fit with the OpenGov solutions, and engagement level. Discuss the CRM tools and techniques you deploy to keep your sales pipeline organized and ensure consistent follow-up.